Often, I get inquiries from AEC industry prospects seeking consulting around internet marketing: social media; search engine optimization; website design and development; graphic design and branding; etc. While Scarlett Consulting does not provide those specific services, I know of firms that do. So I refer them. But because I only actually know a small group of Chicago firms that I can truly vouch for in these competencies, I find myself referring the same set of three, again and again, when I receive these inquiries specifically from Midwestern firms.
Two out of the three graphic/website/branding firms that I’ll refer out are consistently appreciative and openly thankful for the referral. Firm #3—well, I do trust and respect their work very much. Yet, they do not always send me a thank you after I’ve made an electronic introduction between them and a new prospect. Nor do they ever (seriously, ever!) circle back around to me after they have connected with the prospect to give me an update on how it went.
So now, after a handful of times that this has occurred, I find myself not wanting to refer that firm, even though perhaps I actually find their work to be the most compelling relative to the other two firms in my ‘stable’.
Bottom line: don’t forget to thank your referral sources, and to keep them in the loop after you’ve had your initial connection (or closing-the-deal) with their new-prospect-perhaps-future-client. It’s respectful, courteous, professional, and just the ‘right’ thing to do. Really, it should go without saying.
One thing is clear…I’m having second thoughts about whether I will continue to refer firm #3. Yes, their work is spectacular. Yes, I’ve had first hand experience with them. But unfortunately for them, my enthusiasm for them is now waning. After all, if they are treating a referral source (me) in this manner, how will they treat the prospect?